Simple, Effective Steps to Get More Patients Saying “Yes” Without Pressure

You’ve explained the problem. You’ve presented the treatment. You know what needs to be done to restore the patient’s health. But then they say:

• “I need to think about it.”
• “I’ll call you.”
• Or the most common:
  “That’s a lot of money. I don’t know if I can do that right now.”

Sound familiar? It happens every day. And it’s not because patients don’t need the care. It’s because they haven’t made a decision yet. And if they leave your office without deciding, chances are they’ll delay—or never follow through at all.

If you want to improve case acceptance and help more patients say “yes” to the treatment they need, it comes down to three simple actions. Do these consistently, and you’ll help more patients make a decision—whether it’s “yes,” “no,” or “maybe”—in front of you, not after they’ve walked out the door.

1. Present the Dollar Value—It Has to Be There

No Patient Can Make an Informed Decision Without Knowing the Cost

You can explain the clinical side of treatment thoroughly, but no patient can make an informed decision without knowing what it costs.

Whether you mention it early in the discussion or later, the dollar value needs to be there before you ask them to decide. If you avoid the topic or hand it off to someone else after you leave the room, you leave them in uncertainty. And uncertainty leads to hesitation.

When you clearly present the dollar value, you’re giving the patient the facts they need to make an informed choice. It doesn’t have to be the first thing you say, but it does need to be communicated while they’re still sitting with you.

For example:

• “The total investment for this treatment is $8,000.”
• “The treatment plan comes to $3,500.”

Say it confidently and without hesitation. It’s simply part of the conversation. You’re not apologizing, and you’re not negotiating. You’re helping them understand the value of their care.

You Want the Decision Made in Front of the Doctor

Once they have the full picture—including the dollar amount—they can make a decision while they’re still with you. That’s the goal.
When they decide in front of you, you can answer their questions, handle concerns, and guide them through the next steps.

If they leave without knowing the cost—or hearing it directly from you—they’re left guessing. And when people are left guessing, they usually delay or avoid the decision altogether.

2. Don’t Argue. Acknowledge. 

The Most Common Barrier: “That’s a Lot of Money. I Don’t Know If I Can Do That Right Now.”

This is the most common reason patients hesitate. Whether they say it directly or in softer terms like “I need to think about it,” they’re communicating the same thing:
“I’m not sure I can afford this right now.”

And here’s where many doctors make a critical mistake.
They respond with something like:

• “If we don’t act now, it’s going to cost more in the future!”
• “This is only going to get worse if you wait.”

Why That Doesn’t Work

That’s not an acknowledgment. It’s a rebuttal. And as well-intentioned as it may be, it’s effectively telling the patient, “What you just said doesn’t make sense, and here’s why.”
Even if you’re right from a clinical standpoint, that response puts the patient on the defensive. They feel wrong, judged, or pressured. And when people feel pressured, they resist.

What You Should Do Instead

Acknowledge their concern—without adding a “but.”

• “I understand. Many people feel that way when they first hear the cost.”
• “I get it. It’s an important investment.”

This lets the patient know you’ve heard them. You’re not arguing. You’re not minimizing their feelings. You’re agreeing that it’s okay for them to feel that way.

When they feel heard, their defenses come down. Then, and only then, can you move forward in helping them explore solutions—whether that’s financing, phased treatment, or other arrangements.

Acknowledgment keeps the conversation open and collaborative. It builds trust. And trust leads to decisions.

3. Spend Time—And Give Them Time—To Make a Decision

You and the Patient Both Need Time to Discuss the Decision Fully

When it comes to larger treatment plans—whether it’s $2,000, $5,000, $10,000 or more—it’s not realistic to expect a patient to make a well-considered decision in a matter of minutes.

Think about it:

• This is often something they didn’t know they needed 5 minutes ago.
• It doesn’t hurt right now.
• And they won’t even “feel” the work once it’s done.

Now they’re being asked to make a major financial decision on the spot? It’s unlikely.

Slow Down. Give the Patient—and Yourself—Time.

The goal isn’t to “close” the case on the first visit. The goal is to give yourself and the patient enough time to fully discuss any considerations they have—whether it’s finances, timing, understanding the procedure, or anything else that’s on their mind.

This isn’t about pressure. It’s about giving them the space to decide in an informed, comfortable way.

Schedule a Second Consultation for Larger Treatment Plans

For bigger cases, don’t try to rush them into a decision during their first presentation. Instead, schedule them for a second consult—specifically to sit down and have that decision-making conversation.

• You’re giving them time to think without feeling pressured.
• And you’re giving yourself protected time to address any concerns and help them move forward.

And practically speaking, it’s better to have a 30-minute no-show for a second consultation (where there’s no money on the line) than to block out 1.5 hours for a big treatment appointment—and have them not show up because they weren’t ready to move forward.

This second consult also communicates to the patient that this is important, and it’s worth setting time aside to talk it through.

Bottom Line

You’re not just giving them time to think. You’re giving both of you time to have a thoughtful, professional discussion about their health, their priorities, and how they want to proceed.

Conclusion

If you want more patients to say “yes” to the treatment they need, focus on these three actions:

1. Present the dollar value. Patients can’t make an informed decision without knowing the cost. It doesn’t have to come early, but it must be there while they’re still with you.
2. Don’t argue—acknowledge. The most common barrier is “That’s a lot of money. I don’t know if I can do that right now.” Acknowledge that feeling. Don’t rebut it. People move forward when they feel understood.
3. Spend the time—and give them the time—to make a decision. For large treatment plans, schedule a second consult. It gives you and the patient time to address considerations and make a decision without pressure. It’s a smarter way to manage your time—and theirs—than booking long appointments and risking no-shows.

Do these three things consistently, and you’ll help more people get the care they need, increase your case acceptance, and build a healthier, more successful practice.

If you’d like more personalized help click here to get a free consultation, or feel free to email me at Jeffs@mgeonline.com with any questions.